Founded in 2011 in the distinctly non-Silicon Valley location of Columbia, Missouri, software integration company Zapier hit profitability in 2014. Today, the company is valued in the billions, and is poised to keep thriving as AI becomes a normal part of everything we do online. My guest on this episode of The Eric Ries Show is co-founder and CEO Wade Foster, whose ethos from the earliest days on has been: “If you're going to try and build a company, don’t do anything that doesn’t matter.” For Zapier, that has meant staying as close as possible to customers from the start in order to build a product they really want. It’s no wonder their journey to product-market fit was easier than most founders can ever dream of – a story Wade tells in the episode that involves the magic of an early adopter and a lot of hard work.

From that customer delight, the company was able to build a flywheel and growth engine that have kept it steadily growing with minimal outside investment ever since, a path it fully intends to stay on. As Wade told me, they’re “willing to sacrifice a little bit of revenue for the durability of these customers over the long haul.” We also talked about how the company maintains its culture now that it’s expanded to 750 people, all of whom work remotely, and why product and marketing aren’t actually separate functions, especially at the beginning of a company’s life.

Contrarian by Design: Wade Foster’s Vision Behind Zapier’s $5B Business

The Eric Ries Show